A recent opening in our Corporate Sponsorship Department created a challenge as well as an opportunity for us: how to recruit and hire someone given (a) the competitive employment environment (b) our salary limitations as a state agency and (c)the fact that we do not pay commissions?
Flashback to 14 months ago: I am giving up my trip to Telluride for what: CSPI?
CSPI, the Corporate Support Performance Initiative, is a training program designed to teach corporate account representatives how to position public television in light of its greatest strength — as a trusted American institution that uses media for the public good.
As a corporate sales representative for public television, you understand the importance of corporate sponsorships, and you understand the unique position we are in as both a non-profit and a media company. At any point in the sales conversation the seller is likely to run into some resistance, usually in the form of objections. Continue reading “I don’t know why you say goodbye, I say hello… Overcoming Sales Objections”
I have been an Umpire in the Corporate Support Performance Initiative (CSPI) twice. Once when most of the Corporate Support team was new at WTIU in Bloomington, Indiana in 2004, and then when I was the new CEO at ValleyPBS in Fresno, California in 2015. Continue reading “What I Learned As A CSPI Umpire”